At ProspectAim, we help companies set up repeatable, scalable sales processes. Over the years, we’ve seen many types of sales teams and processes and witnessed what works, what doesn’t work and what separates a great sales team from just a good one.
From my experience, I’ve seen many mistakes that can cost sales teams dozens of clients and thousands of dollars. If you’d like to ensure your B2B sales team finds success, avoid these three common mistakes:
Many companies, especially smaller ones, will only do sales when they aren’t busy or need to make some money. If you just do a sales push every once in a while, you’re severely limiting your company’s potential.
The best sales teams consistently reach out to new prospects every day and, in turn, consistently grow their sales pipeline.
What To Do: Hold yourself and your team to weekly and monthly activity quotas to make sure prospecting is not only happening when it’s convenient.
2. Going for the sale right away
Oftentimes, salespeople will contact a prospect, set a meeting and then push for the sale during that initial meeting. There’s nothing wrong with this approach as long as the salesperson has a plan for when prospects don’t buy right away.
Prospects often need weeks or months to decide whether or not to purchase. Your sales process needs to reflect this reality by keeping your prospects in your sales process until they are ready to buy. If you give up on prospects because they don’t buy after the first call, you are leaving a lot of money on the table.
For my sales process, I know that I need to make prospects aware of my services before I ask them to consider buying. With that in mind, I always provide value upfront and make sure the prospect is ready to make a buying discussion before asking for one. Many prospects will take weeks or months before signing a contract.
Another costly mistake is being too aggressive about closing right away. If you or your salesperson pressures prospects into buying before they are ready, you risk burning a bridge. Prospects may be turned off by this behavior and avoid your company when they decide to purchase.
What To Do: Keep in mind that some pressure can be good, but you need to allow prospects to make the decision in the timeframe that makes sense for them.
3. Not giving enough information
Some sales trainers advocate for setting a meeting as soon as possible, even if a prospect has questions they want answered first. For example, some salespeople wait until the end of the sales process to present the price.
Their rationale is that they can build value first and make a high price tag seem more reasonable. However, I would argue that not giving pricing information up front gives potential clients a big reason to drop off and not participate in your sales process.
Uncertainty is a huge reason for prospects to fall off. Many prospects simply ask for pricing information so that they know they’re in the same ballpark as you.
What To Do: Give a rough idea so that your ideal potential clients can move forward in the sales process without fear of having a huge price tag sprung on them.
It can also help your sales process to give information in several different forms. For example, I have several videos that outline my services and how they work. This allows prospects to learn about my service on their own time, and it saves me from having to explain everything on the phone to every single prospect.
By avoiding these three common mistakes, you’re already placing yourself ahead of the competition. But if you need unbiased help streamlining your processes and setting your business up for scalable success, we’re happy to help.